Your Sphere of Influence is Your Road To Success
To some salespeople, follow-up means a call or two after the sale has been closed. It may come as a shock, but most don’t even do that much! Consider this: if salespeople stop at one post sale follow-up call, they are throwing away future business. Successful sales professionals and experts consistently tell us that not keeping in touch with your clients after the sale can have serious negative consequences.
We have all heard of the 80/20 rule. This rule suggests two things. One is 20% of sales professionals do 80% of the business or two, 80% of your sales come from 20% of your sphere of influence. Let’s look more closely at the second scenario.
Let’s look at the real estate industry for a minute. Over 80% of real estate agents clients do not remember the name of the agent that represented them in a buying or selling transaction. By being proactive in periodic follow up would more than cut that percentage in half. Clients usually won’t bother you with minor problems, but them knowing you are there for them if they need you is powerful. Continually putting your name in front of them has very positive results and will show in your sales figures.
Always consider each customer or client in multiples. Every client could potentially produce 3 to 5 more clients. The one way to assure this will happen is to always touch base with your clients AFTER the sale. Always focus on treating your clients as you would want to be treated.
With advanced technology, there is no excuse for you NOT to reach out and touch your past clients. Some of the resources available for you to follow up with your clients are written thank you cards, birthday or anniversary cards, or periodic emails.
With today’s innovative ideas we can easily try to escape the phone call approach. This is probably more powerful than any other follow up technique and should not be forgotten. If it is available to you, then I would highly recommend incorporating this method in your follow up procedures. A few minutes of conversation will reconnect the rapport with your client.
Many sales people perceive that “sales” are just a numbers game. Although there may be some truth to this, this perception will most likely eliminate that particular sales person from obtaining repeat business. I strongly believe from over 20 years experience in sales, that referral and repeat business is the foundation and strength of our future.
Continual follow up with our sphere of influence will no doubt, increase our sale production. This in turn will help pave the road to success and financial freedom.
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